The work as it was
Supplier confirmations arrived as PDFs, and a buyer opened each one next to the order in SAP to see what had changed. When the check was skipped, a moved date became a missing part.
Every sales enquiry got the same treatment. A sales engineer researched the company and wrote back, and the good leads waited in the same queue as the ones that would never buy.
What was built
- 01
Confirmation matching in SAP
Each confirmation is compared line by line with the open order in SAP: part number, quantity, price, delivery date. Lines that agree are confirmed; lines that differ are held for the buyer.
- 02
Lead research and scoring
Every new lead is researched against the company's fit rules: what the enquiring company makes, its size, the machine it asks about. Each is scored, with the reasoning written down.
- 03
A shorter list for sales
Only leads that pass the score reach the sales team, with the research attached. The rest are answered or held by the rule sales chose.
- Reads
- Supplier confirmations in the procurement mailbox, open purchase orders in SAP, every new sales enquiry
- Checks
- Each confirmation line against the SAP order; each lead against the company's fit rules
- Writes
- Confirmed lines and dates to the order in SAP; the score and research on each lead
- To a person
- Lines with a changed price, a split delivery or an unknown part, and leads that score high enough
One ordinary day
- 07:00
Overnight confirmations are matched to their SAP orders; lines that agree are confirmed.
- 08:30
The buyer opens the held lines, order and confirmation side by side, and accepts or calls.
- 10:00
A new enquiry arrives. The company is researched, scored against the fit rules and written up.
- 11:00
The lead passes and reaches the sales engineer with the research attached.
- 16:30
Every match, held line and scored lead is recorded against its order or enquiry.
What changed
The buyer's morning starts with the lines that changed, not a stack of PDFs. A moved date is known the day the supplier sends it.
Sales spends its time on leads that can become orders. The owner's estimate of the first-year value at this company's volumes, in hours saved, errors avoided and revenue protected, is €132k.
How it was delivered
Delivered as implementation partner behind another company that owned the client relationship, and live in two months. Rules first: which differences a buyer must see, which may pass, what makes a lead worth a call. SAP was not changed and stays the system of record.